Sales Director

BRIAN S. SPENCER

**** ***** ***** **. ******, Ohio Cell: 803-***-****

Email: *************@*******.***

https://www.linkedin.com/in/brian-spencer-45a5923

SENIOR SALES MANAGEMENT EXECUTIVE

Accomplished, high energy professional with more than 25 years of Data\Voice\Video\Cloud experience with strengths in sales management, technical operations and the development of high performing teams. A proven leader with the ability and Entrepreneurial attitude to take on challenging opportunities, increase productivity and change cultures.

Time Warner Cable Business Class Columbus, OH 2015 – 2016

Sales Director

Was promoted from Sales Manager to Sales Director in June 2015, taking over the Direct outside sales organization which offers Coax, Fiber and Cloud based Business solutions into the Small and Medium (SMB) space of 5-500 employees. Provided leadership to 4 teams featuring a combination of 32 AE1s and AE2s and 4 Sales Managers which cover the Mid Ohio region including Columbus, OH. Emphasis on New Logo acquisition and Monthly recurring revenue growth. Immediately implemented culture changes and made significant improvements in all the Key Performance Indicators (“went worst to first” in under 9 months). Increased Gross sales double digit YoY and also led Region multiple times in attachment rates and bundle sales. Currently the #1 Director YTD in Ohio for 2016.

Time Warner Cable Business Class Columbia, SC 2013 – 2015

Regional Field Sales Manager

Management and leadership of the Field Account Executives for South Carolina with focus on new Logo acquisition for Time Warner Business Class services in the Mid-Market space. Sales of Fiber and Coax Internet access, Voice and Video products including MetroE, MPLS, PRI, SIP, Navisite Cloud services such as DaaS, Office365, Disaster recovery etc. This branch was underperforming, being last in the region under 50% of objective in 2013. Within 120 days I was able to grow the business 200% achieving full team quota for the first time in over 2 years. Champion Cup winner Dec 2014 and Ranked in Top Quartile for all Sales Managers in Time Warner Nationwide. 108% YTD for 2015. Landed several large accounts using new “Win Strategy” process being copied by other markets.

Dish Network, LLC. Englewood, CO 2010 - 2013

National Sales Manager – Commercial & MDU Markets

The National Manager leads Dish Network’s Direct sales channel to the Multi-Family Development (MDU) space Nationwide. Also set “Go to Market” strategies, channel deployment, Product Rollouts, competition evaluations and Marketing recommendations. The Direct team secures Rights of Entry (ROE) and Marketing agreements allowing Dish to provide Video and Broadband services via a centralized system in Bulk and Subscription formats. Subscriber penetration and Average Revenue per Unit (ARPU) goals were driven via direct marketing campaigns and onsite events. Also provided leadership to Dish’s MDU Steering Committee Task force.

Connexion Technologies (a “Start up” Acquired by Hotwire Communications) Cary, NC 2006 - 2010

VP & General Manager Sales and Operations

The VPGM is the field Executive responsible for the complete end to end Build out, Marketing and Operational Management of a FTTH (Fiber to the Home) Infrastructure solution and the delivery of Bulk Video, Internet, Voice and Security services over it. Working with Land Developers, Property Management Companies, HOAs, National Builders and others, my team secured Right of Entry agreements, Set SLAs, met timeline and revenue targets (ARPU) for hundreds of Large Multi and Single Family Developments (MDU\SFDs). Key skills:

•Hands-on Leadership for Sales Reps, Regional Field Ops Management which included Local and Remote Technicians including Contractors plus a large Fleet of vehicles and Warehouse inventory.

•Ability to drive revenue by implementing a multipronged sales and marketing strategy designed to increase product penetration and reduce costs through management of Concierge program.

•Played a key Leadership role in growing a young startup company with little revenue into it the largest privately held FTTH provider in the US with over 75,000 units under contract.

•Renegotiated more contracts with HOAs and Service Providers to better financial terms for Connexion than all my peers combined in 2008 and Rated as the “The Gold Standard” GM by EVP of Operations.

Windstream Communications (Formerly NuVox Comm a “Start up” CLEC) 2000 - 2005

District Sales Director Charlotte, NC and Columbia, SC

Management of two Direct Sales teams and one Dealer sales channel for 3 Markets which included Charlotte, NC, Columbia SC, and Augusta, GA. NuVox’s core product line targeted small to medium Businesses for CLEC Dial tone, LD, Ethernet, Internet, Voice over IP (VoIP), Private networking via dedicated T1s as well as Routers, Firewalls and Web hosting services. Increased sale size and net sales by over 50% under my watch.

Regional Director - Field Operations

Bottom line P&L management of the CLEC network including: NorTel DMS switches with VoIP, one SuperPOP (Fiber Internet backbone), Data Center w/16 Colos across the Carolinas. Management of CLEC cutovers, network maintenance and trouble tickets. Recipient of 2002 “Circle of Excellence” award.

CenturyLink (Formerly Madison River Comm) 1999 - 2000

Sr. Sales Engineering Manager

Managed the group that delivered voice, xDSL, ISP and related products delivered via a facility (fiber) based ATM switching infrastructure in B2B market. Leadership of Sales Engineering (pre and post) and Project Management teams to ensure a smooth cutover for our customers.

CenturyLink (Formerly Sprint - Enterprise Business) 1993 - 1999

Technical Sales Manager Charlotte, NC

Direct supervision, including profit and loss responsibility for all Sales Engineering, Project Management, System design, Installation and User training for the 3 Sales offices in Charlotte, NC, Hickory, NC, and Columbia, SC.

Senior Sales Engineer

In Sprint’s CPE sales division, I was responsible for the design and pricing of Sprint’s voice and data product line with a heavy emphasis on applications. Named Sales Engineer of the Year for 1997.

Education: B.S. Bus. Admin. AQUINAS COLLEGE. Grand Rapids, MI.

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